Full text of "Spotlight Magazine"

See other formats

Perspective

The PR Summit — What a Round-Up!

This month we are focusing on the PR Summit
which took place at the end of January. This was

a great informational session, and we had plenty of
enthusiastic Public Relations Representatives here

to make the entire experience more than worth
while, This year’s theme was “blazing a trail to the
future," and that is exactly what we did over these two
powerful days.

At American Income and National Income, we pride
ourselves on being able to give our Agents, Managers,
and PR Representatives the tools they need to
achieve all their personal and financial dreams, and
all of the participating Representatives had the
opportunity to share ideas and strategies on what
works best in their territories. This year’s Summit
took that goal and expanded on its scope.

At this year's Summit, we set the course we are
blazing for 2006 and had the opportunity to expand
on the marketing philosophies we are currently using
in the markets we already serve. The Summit forum
also gave us the platform to discuss branching out
into new markets as well.

All in all, I feel the Summit was a great success
because we had more than 130 Representative
present at this year's event. We are already seeing the
fruits of our vision and the PR Reps labor becoming
а reality because I get word almost daily that many
of our attendees have picked up TGs or mailings
from organizations or markets they previously had
not worked with or even approached. The PR

team has taken the ‘just think big” philosophy and

are proving how "big" they can set their goals. The
Summit helped provide these Reps with the tools
and confidence to go after these new organizations

and markets. In the first two weeks of this month,
we have already received more TGs than we normally
get in an entire month. The number of schools that
are being contacted regarding our Child Safe program
has been phenomenal аз well. In the end, we expect
the results to just keep getting bigger and better
throughout the remainder of the year. We applaud all
of the PR Reps for their efforts and results.

You can read more about what took place at this
year's Summit by turning to Pages 12 and 13.

I just want everyone to know it is more than
satisfying to sce we are pulling together to make
lead flow a priority in Agency operations, The PR
Summit is really just the tip of the iceberg when it
comes to our 2006 PR focus.

‘There were so many beneficial, shared experiences
when it came to lead generation and opportunity.

Tt is hard to believe that a little over a month later, we
are already seeing the results. I certainly believe that
it was this “coming together” to hear from seasoned
veterans as well as key staff which set the tone for
our future — it definitely blazed а trail and is a great
example of big thinking! Given that, I want to thank
everyone who participated and donated their time in
making this year’s Summit a huge success.

At American Income and National Income we have a
great team, and I feel we have the best of the best on
our side. Having said that, I believe our opportunities
are wide open for the future. Again, the success of
the PR Summit and the success we have seen thus far
this year is just the tip of the iceberg. I am looking
forward to great things in 2006!

Just think big!

2 Spotlight March 2006 Wl Think Big!

News Раде _

preme

xt iret ere and PR. pan must be at the
Home Office to count for April production,

[Total Bonuses Paid Out

This month AIL and NILICO paid a total
of $923,498.99 in bonuses. For more
information on the monthly bonuses, turn to
Pages 9 and 16.

[Required Retention Rate

Effective Jan. 1, 2006, to be eligible for
bonuses and featured in Spotlight, Producers
must meet the required Retention or the
imum Net to Gross. Net to Gross varies
based on bonus guidelines. The rates listed
below are for Spotlight recognition only. Net
to Gross is used only during the Producers
first eight months.

68%
78%

‘Theasterisks,shown throughout the magazine,
indicate that place will bea year-to-date award
winner. The Producers, who will be recognized
at the 2007 Awards Presentation, are: the top
SGA from each category, the top two PR
Managers, the top two PR Representatives
from each category, the top RGA, the top five
MGAs, the top five GAs, the top SA, and the
top ten Individual Producers. You can view
the 2007 Convention Qualifications online at
ailife.com or nilife.com, Check your production!
If there is an asterisk Бу your position, you could be
оп your ову to The Fairmont Scottsdale Princess!
The convention чой be held May 17-20, 2007.

(Congratulations are in Order!

Michael Dupree, a GA with the Furer-Whittinghill
Agency, achieved $100,000 of 13-month in force
premium.

Мана Esposito, an Agent with the Steve Hartman
Agency, achieved $100,000 of 13-month in force
premium.

Zachary Hart, an MGA with the Surace-Smith Agency,
achieved $200,000 of 13-month in force premium.

Yevgeniy Kashkin, a GA with the Gleb Ostrovsky
Agency, achieved $100,000 of 13-month in force
premium,

Carla Miller, an MGA with the John Akers Agency,
achieved $200,000 of 13-month in force premium.

(Thank You, AIL/NILICO!

We recently received thank you letters from The
International Association of Machinists ПАМ) and The
United Food and Commercial Workers International Union.
(UFCW). 14M wished to thank us for our support for
Guide Dogs of America and our $5,000 contribution to
the 2515 Annual William W. Winpisinger Charity Banquet
UFCW thanked us for our donation made to the Wake-
Up Wal-Mart Campaign. You can view these letters
online at wivw.ailifecom/main/Letters/Letter_List

Removal of Maximum Advance Limit

We encourage every Agent to make insurance sales
based on the needs of the customer and making

sure the customer has sufficient insurance coverage

to protect their family. Our premium size per life
application has been increasing over the last few years,
and we anticipate it to increase even further with the
development of different sales packages which would
benefit the working families we service. Because

of this increasing premium size per application, we
are removing the maximum advance or pre-paid

administered for several years.

Beginning with new business applications with app
and issue dates of March 15, 2006, the advance limit
will no longer apply. АШ other advance and production
guidelines will remain the same. Please contact the
Home Office if you have any questions.

Founder’s Club Outstanding Producers
February 2006

ScottRemmey | fricGilione

$47,941 762

Alecnage of Ner to Grow

Spotlight March 2006 Think Big!

‘permission must be

| obtained from American.

Income for reproduction
or other use of.
material herein.

Home Office
254-761-6400

Web sites

wwwaiilifecom
wwwanilife.com

Marketing
Creative Director
of Marketing
Brenda Frizzell
УЙ
Marketing Assistant
Danielle Yannazzo
dyannazzočailifecom
Graphic Artist
Freddie Aguilar
гордиот

4012006 by America Ineme Life
Insurance Company

ша

Promoted to

Promotions

Percent Supervising Agent

Herbert Adams Aunjel Faucheux Tingadane Koloko Allan Munro
Scott Barnes Jan Fisher. Christopher Kurz Dennis Nesaw
Daniel Beeson David Fralick Pamela Ladd Wynn Parrack
Michael Broker Sara Geiger Zerlina Lewis Angela Paton
Ninca Chang Giovanni Guerrero ‘Melissa Losk Petros Petropoulos
‘Tobi Cummings Benham Halali Linda Marshall Pablo Russo
Maria Diringer Hamed Hashimi Nathan Меску Тода Sahm
Steven Edgell William Kidder Matthew Moore Susan Schreiber

Promoted to 55 Percent Supervising Agent

Constance Branch
Robert Ehlers

Promoted to 57,5 Percent General Agent

James Aduminta
‘Torrence Henry
James Herrera.

Promoted to 60 Percent General Agent

Denice Davidson.

Promoted to Master General Agent

‘Anthony Accurso Randy Clark.
Rog Beaudro Travis Finley.
Sorana Blackfoot Brandon Lewis

Promoted to Regional General Agent
Andrew Bishop

Promoted to State General Agent
Adam Kiss

Ross Ewen
Keith Moore

Kenji Leonard
Philip Parisi
Nilesh Patel

John Franklin

Nicole Towry

Joaquin Santos

Christos Stamnas

Irma Sushkova
Brian Utter
Andy Walters
Michael Welsh
John Wicks
Tammy Young

Christopher Schafer

Rence Sturdivant

Alexander Marshall Harjeet Rana
Pierre Ogleman Richard Refano
Kelly Pascal John West
Craig Nugara Tim Schroeder
Theodore Pappas

Spotlight March 2006 № Think Big!

Jonathan Wilson

AMS

No Limit To Their Success

Its true! More people are realizing that AMS provides fantastic and endless opportunities. Below, some of our newest
МСА; share their stories, tips for success, and feelings on how AMS got them to where they are now.

Wes Elder “You must have a commitment to the people,
he Company, and the products. The most
The Steve Friedlander Agency
Promoted December 2005 /nPorant thing in our industry В good service,
and we shouid approach every day with that
in mind. Itis crucial to do exactly what you say you will and go see the
people. That’ what вой about!”

“Be willing to learn, Always remember that
your Managers have been where you are
А тоң, and you shouid ite to thei advice nd
suggestions. Dont be afraid to ask questions,
because no one knows everything. КУ when we keep open minds ond
work together hot we truly succeed”

“Confidence в a hey element to success, You
should trl believe that you are capable of
и

‘and put 100 percent effort into everything.
And finaly, have fun with your job. Our Company gives us the opportunity
to really enjoy what we do”

Philip Anderson

пса "Ihe hierarchy is designed to make each
The Eric Neal Agency А760 great. Everyone s doing their part
Promoted January 2006 10701009 benefit themselves, but to benefit
one another as well It gives everyone the
incentive to work even horder, The AMS system really provides a fantastic
opportunity for everyone to succeed”

“The trick is to be very goal-oriented. You
Ба аў рны ары сінах Тай
Promoted January 3006 though on then os wel. The direto

complete your goa wl giv you the еке,
motivation, and ambition needed to stick with it and bea success at
everything ese you do”

“Thave never seen anything ike the AMS
Беле син аө system — people only dream of being able to
5 ong, Succeed this quickly. Itis overwhelming. lone

‘ott fhe support of everyone ot my Agen,
pecially Patrice John, and Mark becouse they have encouraged me to do
my best ond succeed”

David Faraway MS an amazing opportunity thot realy
тер Aig Agency 9165900 room to grow: There is no cap to
Promoted December 2005 POW Successful you can be — just do your best
becouse only you can hold you back, As long
уо stay persistent and constantly ry to improve yourself this system
gives you the chance to rise to the ор”

Nicole Winn SUG with t There wil be dificult weeks,

The Aig Oro Agency CY hey pass шу. Just dont qut, and

Promoted Decembr 2005, member to keep your splits up, A positive

attitude wil get you everywhere, especialy

when you couple it with hard work and persistency. Your activity and
attitude are always under your control”

“The oniy woy ап describe AMS is awesome’
preston foster no, THs system enables people to fef the valie
The Mark Hancock Agency
Promoted January 2006 the work they put i every day. You benefit
from your own actions and your own hord
work, Normal promotions do not work ike this atal. You really getto
‘make your own success with AIL”

“When started working with the Giglone
аа Agency, [was tod to focus on five ass:
Promoted January 2004 ‘ig. interviewing ining, motivating,

and seling. When you ore dedicated to
achieving а these oss, success comes easly. Be persistent, and do not
quiton yourse”

“Be strong! When you fst star the frst two
maa dan Agency O ree monts wl be temet fa bat
Promoted January 2006 НИИ, You wil ind tayo Isten to
ur Manages and put alt of dedication it
your business, it will become easier. With time and dedication, you wil be
a huge success"

43 Бе = Ер

Congratulations!

Spotlight March 2006 Think Big! 5

Individual Producers Individual Producers

Il Time Record to Be:

February Production Month: $62,536 Net ALP Zachary Hart

Los Angeles, СА

‘Tampa, FL

1. Max Quasem 844 | Earnest Lovele David Cohen
2. Sebastian Kazek 693 | Joseph Moore Tom Williams
з. Aunjel Faucheux 96 Brian Schreiter Mare Rosen
4. AlSorisho 69.6 | Omar Hashimi Jatoft-Foti
5. Timothy Cruise 74.7 Bob Olson
6. Alex Bluhm 69.5 | Roger Johnson Jatofe-Foti
4 7. Сайа Miller 789 John Akers
8. Jesse Wise 85 Matthew Hogan Oldham-Hadayia
" 3 ~ 9. Randolph Souliers 85.2 | Randolph Souliers Rick Alti;
A Concord; CA M. Валы бака 94 John McGrath Rick Alti
11. Joseph Nosse 936 | Mathew Hart Surace-Smith
12. Gerardo Grado Y 97 Cheryl Foti Jatofi-Foti
13. Rudi Camenzind E 941 | Earnest Loveless David Cohen
14. Joanna Chinquist : 100 Jeff Churchfield Altig-Deley
15. Lance Brown 53 83.1 David Zophin
16. Alan Rosen 5 100 Oldham-Hadayia.
17. Steven Edgell у 97 Phillip LaCross Altig-Orlovie
18. Matthew Herrera , 98 Joshua Goodman Bill Jennings
19. David Thornton 14,650 90.6 | Earnest Loveless David Cohen
2 5 20. Warren Patton 14617 | 97 Cheryl Foti tofe-Foti
е е j Е: Percentage of Net to Gross
YTD Production
Max Quasem $46,075 84.4 | Earnest Loveless David Cohen.
* 2. Carla Miller 39,007 78.9 John Akers
* 3. Jesse Wise 35210 | 85 Matthew Hogan Oldham-Hadayia
Omaha, NE. Harrisburg, РА. * 4. Joseph Moore 34,463 75.2 | Joseph Moore "Tom Williams
* 5. Garret Kun 33,694 | 93 Robert Smith Oldham-Hadayia
* 6. Steven Stensrud 32,773 | 94 John McGrath Rick Altig
* 7. Sebastian Kazek 31,396 693 | Joseph Moore Tom Williams
1 * 8. Tasha Tucker 30,664 71.7 | LaTonya Tucker Bob Olson
* 9, Timothy Cruise 29281 747 Bob Olson
* 10. Anthony Mutter 28,873 83 Nathan Snider Altig-Orlovic.
4 11. Matthew Herrera 28,816 98 Joshua Goodman. Bill Jennings
12. Al Sorisho 28,292 69.6 | Omar Hashimi Jatoft-Foti
10. St 13. Donald Orban 27,538 820 |Donald Orban Scott Latta
14. Alfred Brenner. 27219 749 | Cheryl Foti Jatoft-Foti
St. John's, NL Calgary, AB 15. Pablo Pirela 26,661 758 Bob Olson.
16. Aunjd Faucheux 26648 | 96 Brian Schreiter Mare Rosen
17. Jinzhou Zhao 26,560 353 | Ryan Stenglein Rick Alig
18. Lance Brown 26,376 831 David Zophin
19. Bradley Ellison 25,482 92 Sonny Gurney Paul Rumbue
20. Curt Snow. 25,466. 79.6 |Curt Snow Jatoft-Foti

А Percentage of Net to Gross

6 Spotlight March 2006 т Think Big! Spotlight March 2006 Wi Think Big! 7

Agent Anniversaries

Happy Anniversary!

Thanks for all you do. Congratulations!

25 Years of Service
Leonard Franks
24 Years of Service
Gary Bleier
Malka Arony
20 Years of Service
William Verbeten.
16 Years of Service

Brenda DiSomma
Kenneth Madden.

Roger Fung
Kelly McDonald

0 Years of Service

Steven Engray
Eric Tuttobene

9 Ycars of Service

David Brister
Eric Nichols
Robert Olson
Matthew Wood

8 Years of Service
Randy Stockley

7 Years of Service
Robert Dailey

6 Years of Service
Maurice Davies
Rob Hay
Earnest Loveless

5 Years of Service
Jean Brinkmann
Loren Cardwell
Scott Florin
Rebecca Klebsch
Roger Rovekamp
Krista Thieme
Benjamin VanFossen
John Wilkinson

4 Years of Service
Steven Brooks
Frances Christie
Bret Fels
John McGrath
Russell Morris
Herivelto Pereira
Drew Pirson
Brenda Swecker

3 Years of Service

Philip Anderson
Rachel Arenas
Michael Bromberg
Melic Fadel

3 Years of Service Cont.

Omar Hashimi
Adam Herman

Adam Каћа.

Edward Kirschenbaum
James Larkin

Latricia Makle

Brett Neal

Stephen Perotti

David Solomonov
Ronald Trombetta

2 Years of Service

Mitchell Duplantis
Clayton Frost

Carl Ignatius

Carlton Lear

Charles McGrane

Karl Schuckert

Gary Silberman

Glenn Snowden

Nicholas Soboleski

Joann Stewart

Iryna Sushkova

Elizebeth Teller
Hovhannes Termartirosian
Michael Zorn

1 Year of Sei

Michael Adeshewo
Russell Barnes
Corey Carbon
Marco Chow

Spotlight March 2006 № Think Big!

1 Year service Coi

Jeremy Craw
Charles Deppert
‘Tony Fox

Philip Grant
James Isip

Peter Kang
Samuel Keys
Joshua Lieberman
David Lisowski
Опсе Lissauer
Amber Madaris
Felili Maiava
Clayton Menezes
Jerome Ninelist
Karla Postma
Lisa Rosa

Rickie Sasser
‘Andrew Shold
Caleb Smith
Randy Smith
Matthew Smith
Michael Stephens
James Taylor

Ewa Tokarz
Christina Turner
Nicole Winn
Andrea Yee

BR Bonus

Qualifier | Bons ‘Qualifier | Bonus Qualifier | Bonus Qualifier | Bonus
| sed Young. я | Brandon Corkins sume | Anthony Cannady 561898 | Eric Renteria $24565
—— sums | [вые suse | [шешт зею | мамины sm
— эжи | пама задно | [менее sees | имении 55835
nom see | [мые smn | [шашу ж» | _ [ые sme
— эж | meram эжи | ened заз | машы sus
(superset asm | (шю suom || ati sees | Іванава, suns
аа ans | [шаве summ | eas жш | [nter яла,
[idiom зажал | m Зале | раната smm | [юш sms
конш sous | omet swns | mam за | [наба яш
me pom sums | [шые жюн | бле sus
non лю | {ty Mee Sue | erme ви» | ава sms
Syan sengen samso | (pavia мани мез | unreal эим | [sosta sms
| Matthew Hogan язвы | Kelly McDonald $1979 | rendi Kehoe LL | Sue Weis ша
ap un sas | mein sasas | _ itm зина | [omni sn
ehm simum | (witam ides яя | tio кел | (ше sns
| Catherine Care я Tenane Hears абя | alg Nugara $560.80 Nilesh Pate яра
она дет susc | [небе яваю | ую виз | санка sms
hos ot suma | шше p зао | [зп suis
| Ranjeet Вала. ГЛ more Mandel juna | Brandon Lewis $466.90 ‘Anthony Accusa. ШЕ
К suem | [шем sme | umole seo | toi is
mm suem | eem sms | on sx | natn. sms
m size | eam зам | шеме йин | вета D
Stephen ay simas | tais. son | [шуш suom Stenson p
азн sumas | [аш яву | [pene sm | [sitar
m" sume | [nts sos | oan заво | (ыны sm»
| Paso Rea. DELLI | Mexander Marshall 906 | Randy бык. ав | Mathew MacCannell LLLI
Sean sumo | шебш жою | манма зах | ычы зто
—- йзив | ane soo | _ [парни а | _ (умањити. ]
кышы sisao | mim. sm | надом эшн | |i inn sws
m— iua | eph sam | tode зем | нета яна,
m яме | Бибби змов | [ertum жюз | Dee Dien яв
сут июл | uento зве | _ шке soar | мын p
boa he аза | шм» sass | _ [senti ия | [rane ява
Seiden = УЗЫ | (шк зна | [мать зя | [бин su»
| Mex Gali. КЛ 7] Robert Hughes лат Ryan Ваала. $395.0 | Sarah Willams ут.
Sonny Gurney saan | Lisa Roemer 59009 | Robert Rowe LII | Travis Moody ША]
| Rodney Ward Sus Bizabeth Michalek яюм | Patrick Stenglein яа. [Travis Price ШИ:
| Mark Gorman яма | Megan Olson өз. Eugene Wiliams эзе Donald Orban sins
| Wise Hayden EL za Garcia LUI Joseph Szygiel Ll Kristen Josselyn | яла.
[Гин элин | [вана уни | [instr sist cie sen
ith Moore ELI Dawn McBain: об Peter ang. эв Russell Chang $6921
рава заме [менее эв» | Дары smsa | [нны san
m sums | [шб pm SW | _ 77 ses
— sms | hate socos | [первые яңа | [итш
кеште suas | Samet sasar | cling зал | oeste sum
m здал | eve ве | _ ендт кюз | (шшш ба
mt эзи» | eres see |o ree 5556 | [ioe sus
ре su | |же sam | eser s — TUS
e suus | rentre sm | sterii sen ИЕ БАРОК

$168,742.11

Spotlight March 2006 Wi. Think Big!

February Production

Matthew Methorn
. lan Gingold
, Alex Grakhov
i. Brandon Corkins
. Keith Moore

Supervising Agents

529,746
25,403
16,446
16,147
16,000

Harrisburg, PA

Month: $43,409 Ist Yr.

NetALP NG Rtn

Robert Smith
‘Tim Schroeder
Steve Surace
Arthur Greene

531,210
33,007
23,856
23,432
20,484

Doreen Ryan-Foti

N. Royalton, OH

е Record to Be
Ann С

Oldham-Hadayia
Mare Morton

Surace-Smith
Paul Rumbuc.
Jatofi-Fori

YTD Production

All Time Record to Beat
YTD: $266,978 1st Yr. Mary Ann Gaelic YTD: $443,893 Net ALP Mary Ann Gaclic

Мате Year NetALP NG Rtn MGA SGA
1. Matthew Melhorn $55,975 $66,381 74.0 | Robert Smith Oldham-Hadayia
2. Alex Grakhov 36,121 45,971 Steve Surace Surace-Smith
3. Тап Gingold 31,434 42,907 Тип Schroeder Mare Morton
4. David Baum 31411 43,680 Joshua Goodman. Bill Jennings
5. Wayne Ulrich 26,446 33,670 Sonny Gurney Paul Rumbuc

Supervising Agent selection guidelines for recognition in the Speight are as follows: Mat бете one First Year Agent coded and тен all reduction requirements.

Spotlight March 2006 Ш Think Big!

General Agents

3l Nitro, WV 3 | Metairie, LA

. Daniel Phares
. Alfred Young

. Travis Moody

|. Brandon Teter

. Mary Ann Gaclic
. David Goodman
. James Cahalin
. Andrew L
9. Steven Engrav
10. Craig Gundler

Moody
N. Royalton, ОН

$44,826
38,173
35,603
31,400
30,278
28,309
26,832
21,639
20,385
20,362

All Time Record to Beat

Month: $102,403 1st Yr. Eric Neal

Net ALP NG

Tim Schroeder
Brian Schreiter
Steve Surace
Matthew Hogan
Lawrence Hauck
Joshua Goodman
Joshua Goodman
Hal Herman
Wayne Hendricks
Scott Baker

Mare Morton
Mare Rosen
Surace-Smith
Oldham-Hadayia
Steve Friedlander
Bill Jennings

Bill Jennings
Durhon Oldham
Joe Manone
Steven Jakubczak

YTD Production

. Travis Moody
Daniel Phares

. James Cahalin

і. David Goodman

. Alfred Young
- Brandon Teter

. Samuel Keys

. Craig Gundler
. Steven Engrav
). Danielle Holmes

"m
Agent

Steve Surace
‘Tim Schroeder
Joshua Goodman.
Joshua Goodman.
Brian Schreiter
Matthew Hogan.
Jeremy Welch
Scott Baker
Wayne Hendricks
Joshua Goodman

All Time Record to Beat

YTD: $864,620 Net ALP

Surace-Smith
Marc Morton
Bill Jennings
Bill Jennings
Marc Rosen
Oldham-Hadayia
Slav Bitman
Steven Jakubczak
Joe Manone

Bill Jennings

‘General Agent selection guidelines for recognition in the Spetiphr are as follows: Miaz have tewo Firat Year Agents coded and meet ай production requirement

Spotlight March 2006 Wi Think Big!

8 | Harrisburg, PA ў | Auckland, NZ

All Time Record to Beat

Month: $111,262 Net ALP Eric Neal

Our second PR Summit was held in Waco in January. The goal of the Summit was to educate and share valuable information with our PR
Reps in order to ensure their success in the marketplace, Training was led by members of the PR Council, which included Denise Bowyer,
Debbie Enstedt, Al Wall, Brenda DiSomma, Chuck Hill, Joe Galusha, Laurie Onasch, Malka Arony, Mark Gagliardi, Rona Pilcggî Spano,
and Vivian Dwyer,

In total, 130 PR Representatives were in attendance for the two day session, Almost 60 new PR Representatives attended an additional day
of Basic Training which was held the day prior to the Summit meeting. Topics such as American Income and National Income} involvement
in the marketplace, the board presentation, customer service, time management, as well as PR reports and accounting were coveed, Overall,
the new Reps’ favorite part of the day long class was the breakout session where they were coached on their presentations by thi) PR Cou
as well as two “volunteers,” George Farenthold of New York and Bill Verbeten of Wisconsin. The day ended with a very nice reception at the
Hilton Hotel.

‘The theme for the Summit was “blaze a trail to the future." The first day opened with a hilarious slide presentation by Kathy Lockhart, Director
of Public Relations Administration. The tongue-in-cheek narrative told the story of how a territorial governor, Roger Smith, recruits sheriff

Scott Smith, and a gun-toting Denise Bowyer, to bring peace and prosperity to the Old West. The presentation
photographs of AIL management and many of the PR Representatives that Kathy superimposed on images of Old West characters. Judge
Debbie Gamble in her long wig will be forever etched in all of our minds. After an opening speech by AIL founder, Bernard Rapoport, the
day was spent on labor-related information and PR Rep compensation changes for 2006. The day ended with dinner at the Ridgewood

Country Club,

‘The second, and final day, of the Summit was devoted entirely to marketing in non-union markets. credit
unions, associations, and и hil з working famili ercent of our business
coming from the union market, it becomes inhere ide as muc edge and teaching on these of
opportunities. Tt was refreshing to hear veteran PR Reps, having traditionally worked in the labor union mat
positively comment on the training sessions and vowing to expand their efforts into these other markets. The
Summit ended with

dancing and the chance to dress up and be photograp

the photos of сай PR gentlemen in

Regional General Agents

2, Matthew Hogan

Harrisburg, PA

Woodridge, IL Auckland, NZ Concord, CA 1

3. Dustin Venckamp

Santa Rosa, CA

Rochester, NY

All Time Record to Beat All Time Record to Beat
February Production Month: $190,653 1st Ус Slav Bitman Month: $250,859 Net ALP Jim Bianchi

Name

. Joshua Goodman $126,906 $148,808 Bill Jennings

. Matthew Hogan 86,017 128,684 Oldham-Hadayia.
. Robert Hughes 73,287 99,003 Bob Olson.

. Wes Elder. 64,045 69,981 Steve Friedlander
'. Cheryl Foti 53,837 103,204 Jatoft-Foti

February Production

1* Year

NetALP NG
Agent

6. James Јар 51,696 65,779 9 | David Cohen

7. Brian Schreiter 057 53,066 Mare Rosen 1. Joshua Goodman | $198.50 | $239,970 Bill Jennings
8. Wayne Hendricks 49,687 76,843 Joe Manone 2. Jim Bianchi 146,864 258,315 Durhon Olham
9. David Wang 47462 90,403 аўся 3. Dustin Venckamp | 112,593 | 17206 71.1 | Altig-Orlovie
10. Sonny Сштеу 45,720 49965 Paul Rumbuc 4. Sonny Сштеу 100895 | 123,650 759 | Paul Rumbuc

5. Vid Basov 97954 | 12829 | 79 Slav Bitman
All Time Record to Beat All Time Record to Beat
YTD Production YTD: $1,705,178 1st Yr Slav Bitman YTD: $2,168,283 Net ALP Paul Rumbue
1 Year YTD Production

Agent

* 1. Joshua Goodman $244,938 $296,710 69.4 Bill Jennings. 1“ Year Net ALP NG
* 2. Matthew Hogan 157,989 241,215 70.9 | Oldham-Hadayia АДЫ а а cee
* 3. Robert Hughes 127,489 173,100 82 Bob Olson ' . Joshua Goodman $396,169 | $474,159 Bill Jennings.
* 04. David Wang 117,154 211,853 717 | Bob Olson Jim Bianchi 296,701 539,976 Durhon Oldham
* 5. Wayne Hendricks 102,814 139,211 768 | Joe Manone . David Wang 199,424 316,293 Bob Olson

6. Sonny Gurney 93,141 100,394 759 | Раш Rumbuc 1 Sonny Gurney: 192878 236,608 Paul Rumbue

7. Brian Schreiter 84,907 93,979 2 Marc Rosen . Dustin Venekamp 185,541 301,386 Altig-Orlovie

8. Cheryl Foti 82,834 166,471 88 Jatoft-Foti

9. Jeremy Welch 81,716 83,723 685 | Slav Bitman

10. Scott Sonnenberg 81,193 80,545 84 Geneser-Geneser.

Master General Agent selection guidelines for recognition in the Spotlight are as follows: Min hove four First Verr Agents ended and met ай production requirements

14 Spotlight March 2006 WI Think Big! Spotlight March 2006 шш Think Big! 15

Bonus Page New Office Openings

$Show Me the Money$ Watch Us Grow!

Retention Bonus

“I believe if you At American Income and National Income, we don't
Qualifier SGA Bonus Amount are at the right waste any time. In the spirit of thinking big, many of
Мах Quasem David Cohen. 3507239 place atthe right —— ourSGAs have expansion efforts in the works. Listed
П tiş К time anyone has bel f chi itellite Agency Office
Randolph Soulier Al $3,739.14 'elow are some of the new sat gency
Sube pes ‘i E o $358339 № epppertuntity openings our SGAs and their Agencies have completed.
н to become а " p
Carla Miller es: $3,340.79 Зана. through the month of February. Take a look! This

is exciting because it brings the American Income
and National Income names into new hometown
communities across the country.

Joseph Nosse: Surace-Smith 3321386
‘Al Sorisho Jatoft-Fori $3,121.54

this historic growth strategy’

Rudi Camenzind David Cohen $3,119.62 чаше

Lance Brown. David Zophin $3,107.04 is behind ind The Rick Altig Agency

Shashank Hedao Rick Altig $3,029.20 straining for Rick and his team opened three offices in February.
Timothy Cruise Bob Olson $3,023.57 what is ahead, И

‘Total Retention Bonus Paid: $493,450.40 507 Producers Qualified

we press on

toward the goal

MGA: Е

beth Michalek and Anthony Mutter.

* to win the prize St. Paul, Minnesota
MGA Bonus for which we have been cálled. f MGAs: Max Snow and Brian аш].
alifier SGA В ~ | Windsor, O:
Joshua Goodman Bill Jennings: $10,532.19 | nde; Qa k
Matthew Hogan ‘Oldham-Hadayia $8,734.61 MGaAs: Ryan Віхапх
Wes Elder. Steve Friedlander $6,109.92 f
Brian Schreiter. Mare Rosen $5,883.32
James Isip David Cohen $5,627.84 ~ The Eric Giglione А; is
Samuel Cohen. Oldham-Hadayia $5,234.05 чанае”. ff най Бена бай ўс pesa: Я itis c
Megan Olson Steve Hartman, $5,191.26 ne Thee = иё А
и Mak! Morton $4,860.59 ie net Sicklerville, Riese,
Eddie Dhillon Paul Rumbuc. $4,778.53 to think big and think out Rim MGA: David Brister and David Ackerman
Arthur Greene Paul Rumbuc $4,232.69 the box.” Wl
Total Leadership Bonus Paid: $236,299.88 108 Man: ~ “в
А errs The Bob Olson Agency _
PR Bonus* DW cH | а Bob and his team opened а new Child Safed
ця єй b. К in fakery remote ae | in February,
E Amount / The y- E я E
Kelvin Muggeridge Steve Friedlander $4,819.50 fe of Cape T Hillside, Illinois
Kenneth Altizer Marc Morton $1,418.50 fon weren't 5
Malla Апу Steve Hartman $1,360.10 rare obi bit | The Imran Satti Agency
Joe Galusha Durhon Oldham $935.05 Our У" an ў Ж. Imran and his {tam opened а second office in the
Mark Gagliardi Jatoft-Foti $843.50. ME has wiped” | [ lova Scotia area.
Holly Dichiaro Bill Jennings $817.50 а душ ee RS An
‘Tracy Smith Oldham Hadayia 5678.00 J TN m. а «ЕЎ
Rona Pileggi Spano Bob Olson $673.90 2 4 ја ў
Barbara Knight Scott Latta $660.00
Erica Anderson David Zophin $652.00 4 Е
Total PR Bonus Paid: $25,006.60 101 PR Reps Qualified
* Only the top ten qualifiers in each bonus category are shown. A full list of bonus qualifiers is provided on à dine vour b "a. EO 4

the inserts accompanying this magazine.

16 Spotlight March 2006 Wi Think Big! / 17

SGA PRODUCTION

FEBRUARY CATEGORY І YTD CATEGORY |
NAME № | RIN 4st Yr. NET Standard | % of Standard NET ALP NAME NG RIN Ast Yr. NET Standard — | %ofStandard | NET ALP
Rick Altig n3 $643,069 565000 ЕЈ $1,138,510 Rick Mtig тз $1,014,692 $1,300,000 $1,905,454
FEBRUARY CATEGORY ІІ YTD CATEGORY ІІ
NAME NG RIN 1st Vr, NET Standard | % of Standard NET ALP NAME NG RTI Ist Yr. NET | Standard | %ofStandard | NET ALP
Oldham Hadayia 689 $205,498 $125,500 164 $295,490 | › | Oldham-Hadayia 689 $371,420 $251,000 E $550,980
Paul Rumbuc. за 197,102 138,500 w 288,302 Paul Rumbuc n3 350,304 277,000 126 524,534
ltig-Orlovic. 685 153,387 121250 w 235,927 Mtig-Orlovic 685 263,607 242,500. 109 409,970
Marc Morton. no 115,752 112,500 103 167,539
| | Mtg Traboulay ю 104,319 304,000. 300 170,939
|
FEBRUARY CATEGORY III YTD CATEGORY III
NAME NG RIN Ast Yr. NET Standard | % of Standard NET ALP Ist Yr, NET Standard | % of Standard NET ALP
Bill Jennings өл $197,326 $93,000 m $243,938
Surace-Smith 95 168958 97,500 тз 285,886
Steve Friedlander na 120771 80,000 151 178,888
Imran Satti СЯ 122,744 86,500 ма 163,160
‘Tyrone Conard 702 102,719 91,000 m 143.693
Steve Greer ns 92,403 92,500 300 121,946
FEBRUARY CATEGORY IV YTD CATEGORY IV
NAME № | RIN ‘Ast Yr. NET Standard | % of Standard NET ALP Ist Yr. NET Standard | % of Standard МЕТАР
John Akers 97 $60,745 $43,500 мо $101,562 John Akers өл $105,186 $87,000 121 $181,793
Mark Hancock Өз пае 65,000 m 126,050
Mare Rosen » 53,484 52000 103 78,701
FEBRUARY CATEGORY V YTD CATEGORY V
NAME NG RIN 1st Yr. NET Standard | %ofStandard NET ALP % of Standard NET ALP
Chris Hernandez Г $60,565 $28,000 216 $70395 Chris Hernandez. 5 $104,184 $56,000 186 $119,055
Steve Jakubczak та S1472 37,000 139 CEN Steve Jakubczak 704 106,590 74,000 14 125,007
DeMario Cooper as 30,695 27,750 m 36671
18 Spotlight March 2006 Think Big! Spotlight March 2006 № Think Big! 19

PR Representatives

PR Manager

Debbie Enstedt
Winnipeg, MB

Category А:

Brenda DiSomma ۳ T Malka Arony
Edison, NJ Phoenix, AZ

Category B:

Kelvin Muggeridge Brenda Swecker

Auckland, NZ Canonsburg, PA
Category С:

Kenneth Altizer Renee Flannery

Nitro, WV N. Royalton, OH

20 Spotlight March 2006 W Think Big!

PR Representatives

YTD Production

February Production

с ory A A SGA
1. Brenda DiSomma | 2,465 | Erie Giglione *1. Susan Gilbert 3,133 | Bob Olson

2091 | HO CA/Hartman 72. Rona Pileggi Spano | — 2,868 | Bob Olson

1. Kenneth Altizer 8 Mare Morton 1. Patti Morgan. 20 Marc Rosen.
1. Renee Flannery $ | Surace-Smith 2. Kenneth Altizer 14 | Mare Morton
2. Erica Anderson 7 | David Zophin 3. Billy Sauers 12 | Tom Williams
3. Susan Fuldauer 6 Mark Hancock 3. Richard Case 9 Surace-Smith
4. Richard Case 5 Surace-Smith 3. Renee Flannery 9: Surace-Smith

Category A = SGA categories one and nwo. Category В = SGA categories thee, four, and five. Category C = Тар number of group credits signed from all
SGA categories. Public Relations Manager selection guidelines for recognition in the Spotlight are as follows: Mut ue tse PR Representatives coded and meet all
production requirements. Also, please note, the number of lads will be used to break a tie in Category С.

Spotlight March 2006 шш Think Big! 21

Operations

Recruiting for Ownership

It ап exciting time at American Income and
National Income — time I know will be marked

by incredible production growth. How can I be so
confident? Because I believe that great companies
аге not made up of products, recruiting systems, lead
generation systems, and training programs. They
are made up of great people, who in turn make those
systems perform at high levels.

In my travels, I get to experience first-hand the
goals and dreams of our field force. Individually

and collectively І find you have taken to heart the
company motto ‘just think big.” That leads me to the
title of this article, "Recruiting for Ownership.”

‘To accomplish anything big that will add meaning to
your life will require the help of other people. You
cannot do it alone. If you have an Agency building
contract at any level, it all starts with you. Ask
yourself, am І directly coding two people a month to
guarantee the growth of my Agency? ТЕ not, why?

1 find that the main reason most people are not
recruiting at an extremely high level is because they
are not passionate enough about their goals and
dreams. Are your goals and dreams big enough to get
passionate about?

We want to help you — yes, you — open and take
ownership of new offices where you want to open

them. Start by asking your SGA where they need
more offices, Let them know where you would like
to be, and work together to achieve common goals.

1 know to some of you, opening an office and taking
ownership of your opportunity may seem like a
mountain looming in front of you where the top
seems like it would take too much effort to achieve.
You might be right. However, we need mountains

in our lives. Life should not be flat and routine. We
need high mountains that take us to great heights
and give us an experience that stays with us long after
we have come down from that mountain. Nowadays,
we are inclined to settle for small hills now and then
because it takes too long and is too much work to
climb a mountain.

We, as leaders, have a tremendous opportunity to
succeed by better engaging our key people and
motivating them through ongoing dialogue, clear
communication, and a shared investment in helping
their careers move forward. In that spirit, please feel
free to e-mail me at rfialvo@ailife.com (remember to
ce: your SGA) with where you would like to open an
office — today, tomorrow, or someday. I would love
to hear from you.

Always remember: Fortune Favors the Bold!

22 Spotlight March 2006 WI Think Big!

You Have a Hard Job!

Deal with it. There, I said it.

If you have heard me speak at one of your Agency
meetings or at the Leadership Development School,
you have probably heard me tell the story from years
адо when I went looking for an easy job where І
could make lots of money. I searched high and low.
1 found some easy jobs, but they didn't pay a lot, I
found some high paying jobs, but they didn't seem
too easy. I even found a couple of opportunities that
seemed like they would be quite difficult but actually
didnt pay much — the worst of all combinations.
Basically, a choice needed to be made, and if I was to
make some serious money, a hard job was a must.

All of you made that choice as well, and I know you
have difficult jobs. ‘The reason I know this is because
you have а high-income opportunity at American
Income and National Income, No one will ever call
you on Tuesday and say you must stop producing
because it is looking like you may be heading for too
large an advance check on Friday. You аге not limited
to a salary. You chose an environment where you will
be paid on your contributions, personal production,
and overrides on those looking to you for training
and leadership.

With American Income and National Income, you
are in the right place at the right time. The theme

of this month's Spotlight is a real benchmark at AIL
and NILICO. You have read about the new era and
our ambitious plans to significantly grow our Public
Relations team — double the size of your Agency's
PR Team, provide assistance in leadership to the
newer SGAs, and assign mentors to the new hires.
Not only will this provide the foundation of increased

lead growth in new markets for your Agency, but
it marks а special sharing of resources by the SGA
body and the Company alike, While we often focus
on those Agencies or new hires who receive the
assignment of a talented director or an experienced
mentor, let's not forget the SGA and the Agency who
have generously allowed their talented team members
to help other offices gain from their wisdom, That's
real teamwork!

‘Twenty-five years ago, only a few leads were
generated for the sales force. As the lead program
became more refined and we ultimately positioned
ourselves to average over 900,000 leads as a Company
for the past several years, many people took advantage
of this growth, and those people made a lot of
money. This makes your timing perfect because we
are going to start generating some incredible lead
increases, which means increased Agent counts, more
production, and more leadership opportunities, ‘The
Best Performers Practices Presentation Manual (AC-58)
has been distributed to your office, which will help
with this new lead generation by training you on how
to sell to non-union leads. This is just one of the
ways we plan to help every Agency grow.

"Together, we have some great opportunities їп
front of us. Laying the foundation in the first fifty
years did not come easy for the leaders of your
Company, and it will not be easy for us either, But
the opportunity for financial prosperity has never
been brighter.

It's a tough job. Deal with it. Be a part of something
special. You are in the right place at the right time.

Spotlight March 2006 Wi Think Big! 23

СЗО аа Мау Íl 1-20; 200 А

Public Relations Bonus

Qualifiers

$4,819.50
$1,418.50

$1,360.10

alusha $935.05
шїн $843.50

Holly Dichiaro $817.50
‘Tracy Smith $678.00
Rona Pileggi Spano $673.90
Barbara Knigl 5660.00
Anderson $652.00
arilyn Kohthase $624.00
AI Wall $562.00
Irene Rurycz $553.00
Giovanna Dubinsky $534.00
Gasandra Robinson $486.00
Jerry Hartnett $481.00
Timothy Gray $456.00
Laura Mackin $446.40
Larry Lozano $433.30
Heather Bunyan $427.50
Brenda DiSom $393.45
Charles Hill $381.85
William Sauers $362.50
Matthew Staddor $356.25
Leon Germon 531050
George Farenthold $270.75
Gabricla Berloni $253.50
Renee Flannery $251.50
Mary Ellen Dahl $231.00
Erica Dalager $228.15
Robin Andrade $221.50
Bill Verbeten $219.00
Brenda Swecker $215.75
e $206.50

Vivian Dwy $185.95
Karen Rosenberg $165.00
Ulyssia V $159.00
Sus 5124.00
Willia $120.00
Тіто 5115.50
Susan Cooksey $115.00

Spotlight March

FEBRUARY
MARCH
APRIL

MAY

JUNE

JULY
AUGUST
SEPTEMBER
OCTOBER
NOVEMBER
DECEMBER

Total
$25,006.60

MGA Bonus

February Bonus Qualifiers
Joshua Goodman 17 Tim McAdams 2225035 Rebecca Кек паля
Mathew Hogan зама Cathy Thompson зла Amir Sodaghat ово
Wes Elder $6,109.92 Mathow Hare зым James Taylor 397627
Brian Schreier зза Steven King asas Lins Heredia $944.25
James tsip зела Jeremy Wich позе Justin Smith sen
Samuel Cohen 1523405 Fames Loveless nmo Kevia Barrow
Megan Obon sanae Alex Roland sumas Anthony Cannady Lo
"Tim Schroer $436059 Bill Hayer $2086.46 Roger Fong ино
Eddie Dhillon sass David Сатен naonn Laura Lathy
Arthur Greene маю Сойку Varghese 3206815 Michiel Nelson $852.2
David Wang suisse Omar Hashimi samea Anthony Accuso pm
Rodney Ward зола Russell Chang 9293377 Richard Barbour visa
Rober Smith али Michael Kolasa змя Биш Ner Al
Ryan Stenglin зуна? Martin Banks а Krista Thieme sss
Aaron Webb зуозо Ehina Bosco тэта John Hancock пы
Via Basov 1,0508 Maia Знае Scot Baker $663.52
Jason Mollo $3500.96 haabeth Michalek зял Bonnie Wiliams
Christopher Stephens мам Michael Robert $8477 Matthew Wale $605.60
Cheryl Foni sasas David Solomonov 15208 Patrick Fowler вл
Jason Young запа Tony Motley тю Michal Hamon $528.70
Robert Hughes $5165.15 Donald Wold sins Samuel Landa из
Lawrence Hauck $5057.10 Мик Gorman $1686.24 Sarah Willams л
Harpreet Gujral $5,056.02 LaTonya Tucker ву Prick Coughlin sn
Randy Teyssier замах “Zachary Mart sesar Donald Orban sinn
Robert Dunn 823821003 "Tod Brown sucus Jon Hance sens
Scott Rehberg sson Micah Cohen 5152264, Melanie Cohen p
Liza Garda #78128 Mark Bleier тз Corey Friesen $268.52
Doreen Ryans 3270904 Cort Snow БЕ Michel Bromberg зял
Sonny Gurney Т John Васса 8130758
Plo Rosa люю Michel Laramie 142203
Swanne Munro 9249070 Christopher Cark БЕ
John McGrath nass David Рата sin
Wille Hayden nana Dorian Oldham КЕ
Masine Moody золы майек Ho 5109678
ATO Como 1235940 Kevin Frain p
Karl Schuchere p Preston Foster sonm
Rachel Arenas p "Timothy Southerton soss
Wayne Hendricks sias Vana Durham прам
Leslie Taylor позы Als Jennings sunm
Diane Carrion $2252.16 Alexander Maal sions

Spotlight March 2006 Ш Think Big!

Retention Bonus

| ‘QUALIFIER BONUS | ‘QUALIFIER BONUS
аа Tas Закат, ҮЛ
Randle Soules Er anite dose
Sebastin Karek Бану ртом Вим пше
Ма мя ўну |
Joseph не блв jus
isa sma | ўмя
| Rus Camenzind Sma saan
pomo Swa няз |
T Shastan eo Sa ўла
“mot ане jan дыя
рац К база
Айт lel pne
ou то КО jus
| Panes Sinn йан
mando oo dun
mation. пона
pa поза
Кони bo
ted emer ўша
Е НЕ
Црна Зони
Mim avay шух
аза роне java
Ir ўна т ООО мя
арена Saws ys Gu Tun
| Donais Groan ўме eter oan fon
prd пли КУУЛ D
| Mie onion — — gans |
| пода occo блы
уры Sous
aeneus Soon
КА — maun |
Sonat bas
| Roin oni p
| Shane Bowen gon
тает nus
nMore Eon)
| Robert Uri ET]
tino E]
| Mian Ronen ўме
"oar биш КЕ
Din aon fam
Jue Seer Sonn
| Gegor лаш йш
Кай camp рли
Man Sven om
eto Quan вік
ШШШ
my
пзи
Steen ge йин
КЧ dus
Angeles Ordas figs
Туой туну ўла
fay Sharples пари
| Paul Mar ўмя
"рола про
Tasha Tucker ята
Menander McCay suan
ен бдан |
phe Nosh Sus
заванай
болыу Sys
үш
p
Sora непа
Kein canon
fats
Sibi Loyd
| Denn Reiman
Dis ун
Dv bin
irae Perini
tis Roemer
Beaton
‘pony te
foresee
dese tack
‘Gores Rags
[ean sna
ді Str
ono dn
poe
‘Pane. ew
Helen nr hase
ura faher inm
Jasin Miler isst
sie Dior — ien. |

Spotlight March 2006. WI Think Big!

‘QUALIFIER

Retention Bonus

ей ivjimundion

irai
ара Henderson
вана,

QUALIFIER
Tenet in ада eon sie
‘tr Westergren Mark Racer iun

‘Andie rel
Noman Rez
Katherine Georgiou

opez
Susan Schreiber
Roger Онто

| Haber archers

Pata Neue
Brian Buskirk Sason
ET =

Ter Simon
Lawrence Тод
abet Pedo
ek

rece Ооз лон
‘avis Goodman

трлн Grins
ня
ттен
нан
For

Sr Megan
тым
wien —
Бабіна
Caan Soro
клала
fate

E
ШЕШ

emn Moore
ia vage
pen
[звіта —
Anya row
Robert Graber
Mijra амін
Fagg
Ava aman
Joanne Maris.

Cristopher Jerdan
Diane Wharton.
vi

Маша ван
Fan Suleman
ames Маон
pora
Я
Trey Colier
вага
George Naujam

Think igh

Internet Archive Audio

Featured

Top

Images

Featured

Top

Software

Featured

Top

Texts

Featured

Top

Video

Featured

Top

Mobile Apps

Browser Extensions

Archive-It Subscription

Save Page Now

Full text of "Spotlight Magazine"

See other formats